One of the biggest challenges for one of my clients is to book more sales meetings by working the phones. Their industry is very mature in Scandinavia. So it’s very common to receive the objection: You’re the tenth person who is calling me today; why the heck should I talk with you?
Knock on doors your competitors haven’t discovered yet
One of the primary tools in a traditional sales process is the telephone, sales people is using it to book appointments with potential customers. I have been in this sales arena for a decade; I understand this old smile and dial strategy companies are applying to be top of mine. I’m not suggesting you should forget the phone, but when the competition grows and everyone is knocking on the same door you should try to find different ways to be top of mind. In the always-on online world you may find better and new doors to knock on.
How to handle this objection with a video
I understand it must be frustrating to have a ringing phone on your desk when you are trying to work. I’m still proud of what we are doing today when we are helping company x with great success and I know it would be very advantageous for you to meet with me. I understand your frustration so I will spare you from general sales cliches and ask you if it’s okay that I send you a short video where I shortly present myself and my company, you can then check out this video when it fits you. What do you think? (Of course you are trying book a follow-up call).
I’m not saying you shouldn’t ask for a meeting on the phone. I’m saying; think outside the box. Don’t do like everyone else!
Authentic video
Remember this must be an authentic video. Don’t use a super edited corporate video it will kill yourself and the video should be maximum 1 minute. The purpose with this video is to differentiate yourself from the crowd and develop a relationship with your potential customer (heat up The Social Thermometer). If you provide information of value, you will be respected. If you are a pest you will be ignored, that is why you get this objection from the beginning.
What do you think? I will blog more about this because I think companies have a great opportunity to differentiate themselves from their competitors by using new tools and integrate the traditional sales process with a social media strategy.
You must understand that the rules are changing fast at the sales arena (blog post) and It’s not enough with frequent meetings with the customers to be top of mind today. If you still believe you can be a top company in your industry and don’t pay attention to social media you need to read this blog post.
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